gtmPRO

Happy Friday!Is this the death of attribution for LMM companies?If so, what should we do in it's place?As boards, in many ways, we want to see a set of metrics around the performance of marketing, but what if by aiming for the perfect number, we are generating nothing but false positives?Join us in this episode to find out!

Good day PROs!Ever thought about the effects of CS on Net Revenue Retention? Listen to this episode to get the golden ticket on who does your company really serve, and how to mordenize CS to understand why LMM companies really need them.Happy listening!Go be a PRO!Conversation starter: Mark Kosoglow's LinkedIn post.

Welcome PROs!Is the key to unlocking your B2B company's potential hidden in the most unexpected of roles? Join us as we introduce the hero of the B2B world—the investigative journalist—whose curiosity could very well be the linchpin in refining your Ideal Customer Profile. In this episode, we reveal how these 'Buyer Advocates' go beyond traditional market research, offering unparalleled insights into the needs and decision-making processes of buyers. This is a must-listen for anyone eager to understand the profound impact that a deep dive into the buyer's world can have on your company's go-to-market strategy, segmentation, and ultimately, buyer-led growth models.

Happy Friday PROs!Struggling to align your marketing priorities with your company's growth goals? Uncover the insights to revolutionizing your lower middle-market company's approach to the buyer's journey.  Presenting our one and only buyer journey zones map, a game-changer for businesses tackling marketing myths and revealing how essential it is for your entire organization to sing the same tune when it comes to sales enablement and messaging.Forget about random marketing tactics; we're talking high-intent targeted outbound  efforts that are the true north for growing your business. By pinpointing bottlenecks and taking a deep dive into customer needs, we'll guide you through designing strategies that not only capture attention but also build solid foundations for sustainable business relationships.Join us for this journey towards mastering the Buyer Journey maze and building lasting customer relationships.Some of our inspiration: #119: B2B Positioning Strategy, Understanding How People Buy and Building Wynter (with Peep Laja)

Happy Friday PRO!In this episode, while missing our superstar Gary, Andy and Tiana take a deep dive into the essence of customer-centric exploration. What do you think when you listen to the word "research"? Expensive? Huge team? Well not this time.Join us as we explain our research methods, lower middle market edition. Without the capital R. Thanks for listening, go be a PRO!

Welcome back PROs!Unlock the competitive edge your B2B Software and Services company wants, even operating under the 50 million revenue mark. This week, Andy and Gary delve into the strategies that will set your product apart in a fiercely contested market. Discover how a standout website, engaging demos, credible third-party reviews, and an active social media presence can be the linchpin to controlling the narrative and convincing potential customers that your solution is not just an option, but the only choice for their needs.On this episode, we chat through the nuances of enabling the buyer's journey long before the sales cycle sparks to life. We provide answers to the questions: How do you share comprehensive product information without overwhelming prospects? How do you ensure your email campaigns reach their targets amidst advanced AI email filters? Join us for a discussion on these must-know tactics for building brand recall and nurturing genuine, value-driven connections, securing your spot in the competitive B2B landscape.Spark for discussion was Peep's post on the content on which Buyer's rely to make a decision.Podcast referenced in the discussion - Tito from Koala

Hey there PROs!Ever found yourself navigating the B2B sales landscape and thinking there's got to be a simpler way? Our guest, Eric Dodds from RudderStack shares that sentiment, and in this episode, we talk about easing the often complex sales process for businesses under $50 million in revenue. We walk through the steps companies can take to make crucial sales information accessible on demand, thereby lightening the load for buyers and expediting the path to product validation in a competitive market.Here are the blog posts that we talked about: Announcing the Data Quality Toolkit: guarantee quality data from the sourceFeature launch: Data Catalog for collaborative event definitionsFeature launch: Tracking Plans for violation managementThis is the one with the Arcade that goes end-to-end with a view of the impact on the marketing tool Feature Launch: Health Dashboard for data quality monitoring and alertingThis is the tool RudderStack uses for the demos

Hello Everyone!Sales + AI = Efficiency = Profit  Right? Yes, and no. You might want to take a pause and rethink it.Deploying technology into any process ever has always meant efficiency, and in those means better ways to handle the process. But in an era where people are absolutely tired of being exposed to cold outbound, we might want to rethink the consequences of up-scaling automation in sales (yet again). Join us to dive into the positive and negative outcomes of AI in sales, where we discuss the sales innovation paradox of 2024, what you might have overlooked and what you should consider. Go be a PRO!

Welcome again gtmPROs!In this episode, we talk about competitive mastery with Patrick Campbell's open-source intelligence from B2B software and services. If you belong to the Lower Middle Market environment, and want to understand the tempest of market rivals, this episode is for you. Showcasing why an 'always on' approach to market intelligence is a non-negotiable for revenue leaders who plan to stay ahead. Find out how to sidestep market landmines by understanding buyer psychology and recognizing potential threats that could redirect your customers' journey.Patrick Campbell's Competitive Playbook

Have we entered a new era of Customer Success? Welcome gtmPROs!Join us in this episode for a candid discussion on the future of Customer Success in an era where AI and automation are making their mark. We'll talk about how technology is reshaping roles in sales and marketing and why we believe these are taking over some CS activities. More importantly, with this evolution we believe it is critical for these teams to unite to continue delivering exceptional CS experiences. Systems Thinking at it's core. We'll also touch on the role of Revenue Operations in bringing it all together. Hope you like it! Resources:Jason Lemkin Post on Peak CSNick Mehta (CEO Gainsight) post referencing "Amp It Up"David Schneider Post on CS massive teamsMarkus Rentsch on CS gets little credit